• Home
  • /
  • Blog
  • /
  • Craig Colby | TSE 1655: Setting Boundaries During The Sales Cycle By Knowing When to Say No

Don't miss our weekly sales tips!

Sign up below to get weekly tips from Donald on how to build a healthy sales pipeline and convert 2x as many deals!

The Sales Evangelist

Craig Colby

Communication is key. You’ve heard this phrase before, but how does it apply to sales? Hopefully, at this point, you know from experience that selling is about more than just being an outgoing person with a great smile. If you want to be great at sales, you have to offer more to your customer. In this episode, your host Donald Kelly has a conversation with Craig Colby, the co-founder and president of OneStream Software. Colby brings his experience and dedication to the table to show us how clearly setting expectations can lead to strong, long-term relationships with customers.

Why Should We Set Expectations?

  • Your prospect might be jaded. Have you ever wondered why your customers seem defensive as soon as you start your pitch? They’ve probably had other businesses overpromise and underdeliver, and they don’t want it to happen again.
  • Your customer is looking for a trusted expert. You’ve put in the work to learn what your product can do, and what it can’t. Your customer hasn’t. It’s the salesperson’s responsibility to help their customer understand the capabilities AND the limitations of their product so the customer can act in their own best interest.
  • Your reputation is forever. If you promise outcomes your product can’t deliver, your customers will remember that, and they’ll spread the word. Build long-term relationships with prospects by acting with integrity and empathy for their situation. That’s what will end up setting you apart.

How Do You Start Saying “No”?

  • If you can tell your product isn’t right for a customer, you can say “no” while still educating them. Give an explanation for why it’s not a good fit, or the conditions under which your product might become a better fit in the future
  • Let go of people-pleasing. Part of the learning curve in sales is understanding that you won’t be able to help everyone – you should try to support your customers, but only in a way that makes sense for you and your product
  • When your customers ask you a question about your product’s capabilities, it’s okay to say “I don’t know,” and to bring someone more knowledgeable into the conversation. Your honesty will build your credibility and trust with your customer

Resources

Craig Colby on LinkedIn

Craig Colby on Twitter

OneStream Software

info@onestreamsoftware.com

sales@onestreamsoftware.com

Sponsorship Offers

  • This episode is brought to you in part by Scratchpad.

Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com

  • This episode is brought to you in part by TSE Sales Foundation.

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

Leave a Reply

Your email address will not be published. Required fields are marked

{"email":"Email address invalid","url":"Website address invalid","required":"Required field missing"}

LinkedIn Prospecting Made Easy!


5 Simple Ways to Landing Appointments on LinkedIn, Even If You Don’t Know Where To Start!

LinkedIn Prospecting on Laptop

TheSalesEvangelist.com needs the contact information you provide to us to contact you about our products and services. You may unsubscribe from these communications at anytime. See our privacy policy for terms and conditions and to learn how we protect your data.